award
Congrats on being named a Channel Chief two years in a row. How has the past year been for the channel program?
Last year we were focused on partner enablement and what partners need from us to help make them successful. Based on feedback we received from partners, we implemented a number of key partner investments and programs.
Chris Doggett, Kaspersky Lab SVP of Corporate Sales in North America
For example, we totally revamped our Partner Portal to provide partners with solutions-focused sales and marketing toolkits, and a mobile site that provides on-the-go access to all the key sales content, enabling more effective sales conversations on demand. We also strengthened our digital marketing programs and invested significant resources and budget to our lead generation programs to provide partners to generate more leads. These are just two examples of our focus on partner enablement, but the results speak for themselves. We recruited 800 new partners and our overall sales increased more than 21% YoY.
The past year was great and we’re really looking forward to what 2014 brings.
There was a lot of discussion at the NA Partner Conference about 2014, but can you touch upon how the program will evolve in 2014? What can partners look forward to?
First off, we’re giving partners a new revenue stream through the Certified Service Provider (CSP) Program. The program, along with the Premium Support offerings, provides our partners with a variety of ways to engage new and existing customers to deliver additional value.
Additionally, we’re on track for a second year in a row of double digit growth. Last year we saw 20 percent year-over-year growth in B2B bookings and we’re anticipating substantial growth for 2014.
What sets Kaspersky’s Partner Program apart from its competitors?
Kaspersky Lab’s Partner Program is based on a 100 percent channel model. What this means for our partners is that they have a true partnership – one in which they can expect integrity, teamwork, and most of all high value in exchange for their efforts. This is the essence of what they’re looking for from their vendors, and what makes for a successful, profitable business.
Another key differentiator is that we listen to our partners. We actively seek their feedback on our incentives and programs and we do what it takes to meet their needs and exceed their expectations.
Our Partner Advisory Council plays an important role in our commitment to partners. This is a group of our top partners who we rely on to help us make decisions that have a bigger impact on our partner community. We really value their experience and insight, and they’ve helped us tremendously when it comes to knowing and understanding what our partners need.
When not being a Channel Chief, what do you enjoy doing in your free time?
I love spending time with family and friends on the water. Whether it is fishing, sailing, body surfing, rowing or simply going to the outer beaches, I’m always game to go and can’t get enough. Over the last year I have taken up ocean rowing early every morning in the spring, summer and fall, and this winter I’m working on finishing building my first rowing boat from scratch, which I expect to use in some ocean rowing races this summer.
Congratulations to Chris for being named a Channel Chief by CRN. You can see the full report from CRN here: http://bit.ly/1msWjNu
Tips